Partners in EXCELLENCE - Making a Difference
This is Dave Brock’s Blog.
It offers my views on a variety of business, sales, marketing, and leadership topic. My goal is to make a difference for you, the reader, in both your professional and personal lives.
Universally, it seems the biggest challenge sales people face is getting customers to talk to us. Every sales person I meet, most of the articles I read focus on how we get customers to talk to us. There is endless research on why customers and prospect don’t like talking to sales people. We know customers are seeking to self educate–surprisingly visiting our company websites, but not wanting to talk to us. Visiting other websites, participating in other discussions, looking to other resources. It seems that customers want to learn and are actively engaged in learning—but from anyone but us. Increasingly, […]
Read MoreIt seems in nature, as well as business there is a rhythm to the way things work. Disrupt that rhythm and problems start to occur. We use all sorts of terms to describe that rhythm. In science we describe this as a “steady state.” A system, whether it’s a physical process, chemical process, is in balance with the right flow. Sometimes scientists use the word “equilibrium.” In nature, there are all sorts of rhythms–the tides, the seasons, sun rise/set, currents, and so forth. Disrupt these rhythms, sometimes terrible things happen — a lot of the climate change discussion is really […]
Read MoreI always hate to start a post with a disclaimer or an apology. This post may seem like I’m bashing the sales enablement function and sales enablement professionals. Taken in its most broad context, it’s a critical function. Sales enablement professionals have a tough and important job. Many of the most important initiatives focused on improving sales performance come through sales enablement. Additionally, initiatives like those of the Sales Enablement Society are critical in driving learning among sales enablement professionals, and the ability to standardize practice and increase the value sales enablement professionals and the function provide within the sales […]
Read MoreEvery sales executive is constantly struggling to improve the performance of their organizations. The data on percent of sales people achieving their goals, percent of companies making plan, and so forth is appalling. Millions of person hours are spent in trying to understand how to drive sales performance. Billions are spent on tools, training, consulting services all focused on improving the performance of sales people. In virtually every discussion, every popular blog post, the focus of all sales performance initiatives is the sales person. Are we getting the right people? Are we developing the right skills? Do they have the […]
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